Account Executive - Enterprise

Job description

**Account Executive - Enterprise** ## **Summary** High visibility sales role, closing new business, in a high-growth SaaS start-up of 50+ employees, - In office. 1 work from home day after the initial 6 months. - Salary Range: $88,000 - Commissions: 15% of closed deal ARR. - OTE Range: $175,000 - Paid Training BCS (Business Credentialing Services) sells insurance tracking and vendor compliance solutions to enterprise clients — FedEx, Hilton, Hyatt, Gilbane, Beacon Capital Partners, Los Angeles School District, InvenTrust Properties, and the largest names in commercial real estate, construction, government, and education. We've been in this space for 18 years, and we're now disrupting the category by leading the charge in bringing an AI-native solution to insurance compliance. Our enterprise deals combine our software platform with a full-service compliance operations team — we do things our competitors can't (foreign-language COI review, policy-level exclusion analysis, NY Labor Law 240 specialty review, four-tier vendor outreach with full white-glove customization). We're scaling our enterprise sales team, and we're looking for experienced sellers who can run complex multi-stakeholder deals. **This is a full-cycle Account Executive role.** You will personally own every stage of the sales process — prospecting, outreach, discovery, demo, negotiation, and close. There are no SDRs or BDRs feeding you leads. You build your own pipeline. This is consultative enterprise selling that demands deep discovery skill and patience for long cycles — but you are still responsible for sourcing your own opportunities. If you are looking for a role where someone else hands you qualified meetings, this is not it. **In-office role.** This position is based in our office. We offer one day per week of work-from-home after the first 6 months of employment. Sales reps perform best in collaborative, in-person environments — especially during ramp — and we structure the role accordingly. ## **The role** You'll run the complete sales cycle on our enterprise offering — a combination of our software platform and managed compliance services. Average deal size is ~$52K ACV with top deals exceeding $500K. Sales cycles run 4–9 months. Buyers are typically C-suite and senior executive stakeholders — CFOs, COOs, General Counsel, Chief Risk Officers, Chief Procurement Officers, and the VPs reporting to them. This is a high-rigor, multi-threaded enterprise motion — MEDDPICC discipline and SPIN-based discovery aren't optional. And you'll source every opportunity yourself. You can expect some warm inbound leads to come your way, but the expectation is clear: quotas are only met through outbound prospecting. Inbound is the floor, not the plan. ## **What you'll do** - **Own 50 tiered target accounts.** Map 5–7 named stakeholders per account. Multi-thread or lose. - **Build your own pipeline.** Minimum 300 outbound dials per week, complemented by personalized email and LinkedIn outreach to senior buyers. This is account-based selling at volume — strategic, not robotic, but consistently in motion. - **Run deep discovery.** Use SPIN to surface organizational implications and the true cost of broken compliance programs. The cost of a vendor's bad COI isn't the COI — it's the lawsuit exposure, the audit failure, the lost tenant. Your job is to make that visible. - **Differentiate, don't compare.** BCS wins on operational depth competitors can't replicate — endorsement-level review, foreign-language coverage, policy exclusions, NY Labor Law 240 specialty work, white-glove customization. We'll arm you with the proof. - **Create 3–5 new qualified opportunities per month.** Build to 4x pipeline coverage on $550K quota. - **Close 10–15 deals per year.** Mix of mid-sized and large enterprise deals. ## **Who we're looking for** - 5–10 years of enterprise B2B SaaS sales experience with documented multi-stakeholder closes at $50K+ ACV - Fluent in MEDDPICC, SPIN, or equivalent enterprise sales methodology — not just trained in it, fluent - Comfortable selling to the C-suite — CFOs, COOs, General Counsel, Chief Risk Officers, Chief Procurement Officers — and to the senior VPs reporting to them - Willing to do your own prospecting at the enterprise level — strategic, multi-channel outbound to senior buyers - Patience for long cycles — you won't panic at month 4 with no closes, you'll trust the process and the pipeline - Vertical experience in insurance, compliance, PropTech, ConTech, GovTech, or risk management is a major plus ## **Compensation** $88,000 base salary · $170,500 OTE at 100% quota attainment. Variable comp is straight commission — 15% of first-year ARR on every deal closed. That commission rate is above market for enterprise SaaS roles, designed to reward closers. Accelerators kick in above 100% of quota. Deal-size kickers reward you for landing larger deals — $2,500 bonus on every deal over $100K ACV, $5,000 on every deal over $250K. A rep at 130% with one large deal earns $210K+ all-in. Base salary is subject to negotiation for candidates bringing strong enterprise sales experience or relevant vertical expertise. ## **What you get beyond comp** - A product with 18 years of operational depth — when prospects ask "what makes you different," the answer is real and specific - Tier-1 client roster you can reference on every call (FedEx, Hilton, Hyatt, Gilbane, Los Angeles School District) - Real enablement infrastructure: SPIN-based demo playbook, MEDDPICC-mapped deal closing playbook, vertical pain-point mapping, proposal templates - Manager who runs pipeline reviews as deal inspections, not check-ins - Comprehensive benefits, equity participation for top performers, and in-office collaboration with one work-from-home day per week after the first 6 months ## **How we hire** Three rounds: recruiter screen, hiring manager interview with our CEO (deep deal walkthroughs — bring two enterprise deals you ran), and a case study (we'll send a sample prospect, you build the discovery and pursuit plan).